Fujitsu has thousands of partners across EMEA and recognised that attrition rates were increasing with a high number of ‘registered’ partners not transacting regularly and essentially lying ‘dormant’. Senior Fujitsu executives gave the EMEA channel team a short-term target to re-engage inactive, non-transacting partners and encourage them to ‘come back to Fujitsu’. The core objective of the campaign was to promote Fujitsu in a way that would incentivise and reward partners to come back and do business with Fujitsu again.
So what kind of complicated, integrated, co-ordinated, omni-tastic, long-term plan did we spend weeks strategising, months planning and even longer executing?
Well, take a breath and prepare yourself… we sent out some emails. Nothing complicated here. Just having the depth of channel knowledge, understanding of the key objective, experience in what partners want and the confidence to keep it brilliantly simple.
Partners receive a huge amount of vendor communication. So, we needed to stand out, be clear and simply outline the benefits and impact that coming back to Fujitsu would have on their business.
"As a result of Purechannels’ expertise, management and execution we’ve seen remarkable ROI from less than two months activity. This was really impressive work!"